As I was setting up to write this blog, I couldn't help but reflect on one of the most important lessons I've learned over my years in the children's activity world—simplicity scales, complexity kills.
This was a hard-earned lesson for me, especially in the first five years of my business. I made things so complicated that it became a nightmare to run, and scaling seemed like an impossible dream.
If you're new to our community, welcome! I'm Katie Cannon, a former five-time British Gymnastics Champion turned seven-figure entrepreneur. It’s an absolute honor to be coaching, mentoring, and holding your hand as you navigate your own journey in this industry. With over 20 years of experience in the children's activity world, I've seen it all—the highs, the lows, and everything in between.
One thing I've noticed, and I'm sure many of you have too, is how often we overcomplicate our businesses. We think that by doing more, we’ll achieve more. But in reality, doing less—focusing on the right things—can propel your business forward far more effectively.
Getting Crystal Clear on Your Ideal Client
When I first started, I made the mistake of thinking that all children were my target market/ideal client. Preschoolers, teenagers, it didn’t matter—I said yes to everyone. But as your business grows, you need to become more strategic. What got you to 100k won’t get you to 250k. And what got you to 250k won’t get you to half a million or beyond.
So, how do you identify your dream client?
I want you to take a moment—think about the students you love.
What makes them special?
Is it their attitude, their commitment, or maybe how their parents interact with your business?
Do they pay on time?
Are they easy to work with?
It’s not just about the child; it’s about the whole package. You want clients who align with your values, who fit your business culture, and who bring positive energy to your classes.
This clarity will help you focus your marketing efforts, so you’re spending time attracting the right people—those who will help you grow without draining your resources.
The Importance of Saying No
Once you’re clear on who your dream clients are, it’s time to focus on attracting more of them. But just as importantly, you need to be mindful of the clients who aren’t a good fit. These are the clients who constantly cause problems, drain your energy, and create extra work for your team. We’ve all had them, and they can be more trouble than they’re worth.
I learned this the hard way with one of my centers several years ago. This particular location drained the life out of me and my team. It was in an area that wasn’t as affluent as my other locations, but I thought if we lowered our fees, we could make it work. BIG MISTAKE! We ended up with a host of problems, from constant complaints to payment issues. It was a learning experience, to say the least. Now, I know exactly what I’m looking for in a location and my clients.
Quality Over Quantity
One of the biggest takeaways from that experience was the importance of quality over quantity. It’s better to have fewer clients who are a perfect fit than to stretch yourself thin trying to accommodate everyone. Every wrong client you take on will create five times more work than the right client. They’ll cost you time, money, and emotional energy—all resources that could be better spent growing your business in the right direction.
At Gold Medal, we’re big on customization and support. We make sure we’re bringing in the right people for our mentorship programs because we know that having the wrong clients can cause dissatisfaction and extra work. The same goes for your business. You want to hold space for the right clients, those who align with your mission, vision, and values.
Protecting Your Team and Your Business
Finally, remember that everything has a cost. Every opportunity, every client, every decision you make will either cost you money, time, or resources. But the most important thing you need to protect is your team. If you’re constantly bringing in the wrong caliber of clients, it’s going to burn out your team and hurt your business in the long run. And when your team is unhappy, it affects your retention, your growth, and ultimately, your success.
I hope you found value in this Go Gold blog and that you’re inspired to focus on what truly matters in your business. Remember, less is more. When you focus on the right clients, you can work less and achieve more.
Katie 🌟
P.S. If this episode resonated with you, don’t miss our upcoming Scale to Freedom Accelerator - launching on September 2nd. For five days, we’ll dive deep into the systems, processes, mindset, and discipline needed to scale your business efficiently. Whether you're just starting or looking to scale to 6 figures and beyond, this accelerator is designed to equip you with the tools to grow and scale your children’s activity business.
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